Selling Through Independent Reps
Editorial Reviews
Book Description
Managing an independent sales force can be a major challenge--but, if it's done right, it can also be a powerful and lucrative sales strategy.
Now in its third edition, this classic guide uncovers a wealth of proven tips and strategies for developing a successful independent sales force that will dramatically increase sales and profits. The book explains how to: * Decide if an independent rep force is the right choice * Find, hire, and support a highly productive rep group * Integrate reps into a total market segmentation strategy * Manage reps without controlling them, and more. Plus, it includes completely new information on the changing relationships between customers and suppliers--and the impact these changes have had on sales channels
About the Author
Harold J. Novick (Pittstown, NJ) is president of Novick & Associates, a general management and industrial consulting firm that helps companies increase sales and profits by using independent reps and distributors. His clients include DuPont, Hewlett-Packard, Mitsubishi, and Unisys. He is the author of the two previous editions of this book.
Selling Through Independent Reps,Harold J. Novick,American Management Association,0814405223,Advertising & Promotion,Business & Economics,Business / Economics / Finance,Business/Economics,Commercial agents,Marketing channels,Sales & Selling - General,Sales & Selling - Management,Sales management,Selling,United States,Personnel & human resources management,Sales & marketing management
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